Sell ​​Insurance without a Marketing degree

Sell ​​Insurance without a Marketing degree

Recently, John Heath from Colonial Life Insurance visited our Marketing Management class one morning. He does not have a degree in business, but he is a great salesman. He and his assistants present practical information to those who want to get into sales. I, for one, do not want to plunge into that field. Personally, the thought of talking to people face-to-face, trying to get them to buy a product, scares me. But, for each of his own right?
Dr. Green has reaffirmed to the class the idea that someone should be liked and can be trusted to sell the product to someone. John must have qualities about himself. He is friendly, explains everything well, and it seems he has the best interests in the forefront of his mind. David Mayer and Herbert M. Greenberg write, “Our basic theory is that a good salesman must have at least two basic qualities: empathy and ego drive” (2006). Along with trust and empathy, the salesman must be moved. One of Heath’s maxims is that you can make as much money as you think it’s worth. It’s just up to you to put in the time.

Sell ​​Insurance without a Marketing degree

Heath’s primary role as an insurance salesman, apparently, is to promote awareness of his company’s products. Chernev explains, “Awareness reflects the customer’s knowledge of the offer, awareness can be generated by the company’s direct communication to its target customers …” (2014). Without awareness of your product, you have no market.

Heath explains the importance of getting as many “drops” as possible for contacts each week. This is called a drop because you are trying to “drop” your name and information into a particular business. The more often you contact the sales prospects, the more likely you are to go further with them in the sales process. “‘No’ is not always flat ‘no’ Most of the time, that means ‘not right now’, so do not be discouraged if you do not get it. Be patient,” Heath said.

This is what will make me afraid to take a sales position. I do not like being told no. I feel my relationship with the person is sick when they say no. I feel I can not be open to them. Sell ​​Insurance without a Marketing degree

Heath mentions Jeb Blount’s Fanatical Prospecting book. He and his assistant praised him as a very inspiring and readable read, and there is a need for salespeople to check out. So, in a perfect world, I would read the book and suddenly fall in love with the sale. We’ll see.